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Consultative Brokerage: A Value Strategy

SKU: 3880000B

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Consultative Brokerage®: A Value Strategy is based on real life production success and client retention. Practical, workable, and highly profitable techniques make this book a must have for any producer, sales manager, seasoned broker, or insurance company professional.

Consultative Brokerage: A Value Strategy

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Consultative BrokerageĀ®: A Value Strategy is based on real life production success and client retention. Practical, workable, and highly profitable techniques make this book a must have for any producer, sales manager, seasoned broker, or insurance company professional. At a glance the books explains:

  • How to establish a quantifiable value proposition that will attract and retain clients
  • How to establish a business discussion with buyers that will differentiate your firm
  • How to effectively utilize the concept of Total Cost of Risk (TCOR)
  • How to make a quality presentation and stewardship report
  • How to compete exclusively on broker of record letter

Filled with over 60 charts and descriptive displays, this material has been over a decade in the making. Now, it is available to help you and your team learn such value strategies as:

  • The difference between price and cost
  • The language of working with a high level buyer
  • How to reveal the real costs in a buyers program.
  • Ways to stop the moving parts of a larger sale
  • When and how to ask for the business
  • Where to find resource capabilities and how to value them


 ISBN
9780872187375
 EISBN
9781938130182
 Page Count
256
 Publication Date
May 7, 2010
 Author
C.R. "Rob" Ekern